Shift5 - Strategic Account Executive, Navy
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Requirements
• 8+ years of experience in defense sales, account management, or program leadership within the Navy ecosystem • Proven track record of closing and scaling complex government deals • Deep understanding of U.S. Navy organizational structure, operating concepts, requirements development, acquisition processes, and key stakeholders • Experience engaging with senior military and civilian leadership (O-6/O-7/SES) • Strong knowledge of defense contracting vehicles and procurement pathways • Ability to operate in high-ambiguity, fast-paced environments while maintaining a high bar for execution • Exceptional communication, influence, and stakeholder management skills • Active security clearance preferred (or ability to obtain) • What Sets You Apart • What Sets You Apart • Prior experience supporting naval platforms, maritime systems, or onboard operational technology (OT) • Background in information warfare, cybersecurity, data platforms, or mission systems • Experience working across both government and industry (prime, integrator, or startup) • Demonstrated ability to shape requirements, resourcing, and influence early-stage programs
Responsibilities
• Own and drive end-to-end revenue growth across U.S. Navy accounts in the information warfare domain (e.g., N2N6, NAVWAR, Fleet Cyber Command, DON CIO, DON PCA, etc). • Develop and execute account strategies aligned to Navy priorities, including modernization, readiness, cybersecurity, and data integration • Build and maintain senior-level relationships (O-6/O-7, SES, program leadership) across acquisition and operational commands • Identify, shape, and close new business opportunities, including large, multi-year programs and contracts • Partner cross-functionally with Mission Delivery, Product, and Engineering to align solutions with mission needs and ensure successful execution • Own the full sales cycle, from prospecting and pipeline generation through close • Travel up to 40% as needed to support customer engagement and mission execution • Lead and coordinate capture efforts, including RFP shaping, proposal strategy, and stakeholder alignment • Act as the voice of the customer, informing product direction and go-to-market strategy • Navigate complex procurement pathways including OTA, FAR-based contracts, IDIQs, and subcontracting vehicles • Maintain accurate pipeline visibility and forecasting aligned to company revenue goals • 30 days: Built a clear understanding of Shift5’s platform, Navy accounts, and active opportunities; established initial stakeholder map • 30 days: • 60 days: Developed and aligned on a Navy account strategy; engaged key decision-makers and influencers • 60 days: • 90 days: Advanced multiple pipeline opportunities and contributed to at least one high-probability deal or capture effort • 90 days:
Benefits
• Base Salary: $160,000 - 190,000 • Bonus program and equity in a fast-growing startup • Competitive salary and stock options in a fast-growing startup • Employer-paid medical, dental and vision coverage • Health Savings Account with annual employer contributions • Uncapped paid time off policy • Flexible work & remote work policy • Tax-deferred public transit benefits with Metro SmartBenefits (DC/MD/VA)
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